Chapter 1
Chapter 2
Chapter 3
Chapter 4
Chapter 5
100
A full acceptance of the marketing concept.
What is personal selling philosophy?
100
Job recognition afforded sales personnel.
What is psychic income?
100
Facial expression, gestures and posture.
What is non-verbal communication?
100
Composed of four distinct quadrants, each representing a major communication style.
What is communication-style model?
100
Is illegal when one company pressures another company to join an agreement.
What is reciprocity?
200
Information, services, ideas and issues
What is the product?
200
Offers assistance to retailers in such areas as credit policies, pricing display and store layout.
What is detail salesperson?
200
Communicates a caring attitude?
What is a firm handshake?
200
Zone one, zone two, and the excess zone.
What is intensity dimension of our communication styles?
200
This form of business defamation arises when an unfair and untrue oral statement is made about a competitor.
What is business slander?
300
Relationship strategy, product strategy, customer strategy and presentation strategy.
What is the Strategic/Consultative Selling Model?
300
Numerous opportunities to advance to middle-management ranks.
What is a career in selling?
300
Just let life happen to them people.
What are Win-Lose people?
300
Provide support for the customer's opinions and ideas.
What is the style flexing technique for an emotive customer?
300
The consumer may void a contract to purchase goods and services within a specified time after completing the transaction.
What is cooling-off period?
400
Product, Place, Promotion, Price
What is the elements of the marketing mix?
400
Creative improvements within the sales process that enhance the customer experience.
What is value-added selling?
400
Simplicity, appropriateness and quality.
What is a sales work wardrobe?
400
Low dominance and high sociability.
What is supportive style?
400
Filter down from the top of a business organization.
What are ethical standards?
500
Emerging in the late 1960's and early 1970's this is an extension of the marketing concept.
What is consultative-style selling?
500
Major promotional mehtod used by American businesses.
What is personal selling?
500
Goal setting, visualization, positive self-talk and rewarding your progress.
What are the steps to self-improvement.
500
Usually style flexing decreases and we say/do things that threaten interpersonal relations.
What is moving to the excess zone?
500
"Corporations exist to maximize shareholder value."
What is a "half-truth" that erodes the character of the business?
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